Atlassian Refused to Manually Complete Enterprise RFPs, Building a Self-Serve Database
Jay Simons · 1385 Atlassian Passes $1B ARR Run Rate, Thinking About Acquisitions of "System of Record" companies · May 10, 2019 · at 9:34
Jay Simons, President of Atlassian, explains to Nathan Latka how the company maintained a low-touch sales model while serving enterprise customers.
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“RFPs is another one. You know, like, we've been selling it to the enterprise for a long time, and, you know, you often get a lot of requests for, hey, help me fill out this, you know, this RFP document or this questionnaire that I basically have to provide to my boss to justify the purchase or just the adoption of this particular technology. We would say we don't do that, but we've taken every RFP question that we've ever been asked to submit, and we've compiled basically an answer to all of them, And we'll let you basically copy and paste. You can search for whatever the thing your RFP is trying to answer, like what we do with security or what we do with scale or, you know, whatever the question is. The best answer we could possibly give is right there. You can copy and paste it in yourself.”
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